Vishal Kumar, Director of Sales and Marketing at Radisson Hotel & Residences Kathmandu, is a seasoned hospitality professional with over 25 years of industry experience. Known for his strategic sales leadership and deep client relationships, he has played a pivotal role in driving revenue growth, enhancing guest loyalty, and positioning Nepal as a compelling global destination. Beyond the boardroom, he is an avid traveller who enjoys exploring off-the-beaten-path destinations, discovering local cuisines, and immersing himself in diverse cultures: an outlook that continues to shape his people-first approach to hospitality.
What initially drew you to the hospitality industry, and how has your professional journey shaped your approach to sales and marketing?
I was drawn to hospitality because of its people-centric nature, where service, relationships, and experiences truly matter. I have always enjoyed engaging with diverse people and understanding their needs, and hospitality offered the ideal platform to turn this passion into a dynamic career.
Over the past 25 years, working across different markets, brands, and segments including corporate, MICE, leisure, and travel trade has shaped my approach to sales and marketing. This exposure strengthened my adaptability, strategic thinking, and understanding of local market dynamics.
I strongly believe in relationship-driven sales supported by market intelligence and data. My focus is on long-term partnerships, brand positioning, and sustainable revenue growth. Today, my approach is guided by customer-centricity, integrity, and performance, ensuring alignment with the organisation’s broader vision.
Kathmandu caters to both leisure and corporate (MICE) travellers. How do you balance these segments to drive sustainable commercial performance?
Kathmandu’s strength lies in its ability to attract both leisure and corporate/MICE travellers. I balance these segments through clear segmentation, demand forecasting, and data-led revenue management.
Leisure business is driven through strong partnerships with tour operators, OTAs, and destination partners, aligned with peak seasons and tourism trends. For corporate and MICE, I focus on long-term relationships with key accounts, diplomatic missions, NGOs, and event organisers, with tailored solutions and strong post-event engagement.
Close coordination between sales, revenue, and marketing ensures high-yield business is protected during peak periods, while leisure and group promotions support shoulder and low seasons, resulting in a diversified and resilient business mix.
As the market becomes more competitive, how do you define long-term success for Radisson Hotel Kathmandu?
Long-term success is defined by sustained financial performance, strong brand positioning, and organisational resilience.
This includes healthy ADR, strong RevPAR, and a balanced business mix, while maintaining rate integrity. Strengthening Radisson’s position among corporate, MICE, and premium leisure travellers through key partnerships and international market growth is equally important.
Guest loyalty, people development, innovation, and sustainability all play a vital role. Ultimately, success means Radisson Hotel Kathmandu is recognised as a top-performing property, a trusted partner, and a respected leader in Nepal’s hospitality sector.
What qualities do you value most when building a high-performing sales team?
I value a combination of integrity, communication skills, performance mindset, and accountability.
Strong relationship-building abilities, commercial awareness, and data literacy are essential, along with teamwork and adaptability in a changing market. A motivated, ethical, and collaborative team consistently delivers stronger commercial results and long-term success.
What advice would you offer to someone looking to build a career in hotel sales and marketing?
My first advice is to build a solid foundation in hotel operations. Understanding front office, housekeeping, food and beverage, and events enhances credibility and enables more effective, realistic selling.
Second, focus on relationship-building from the outset. Hospitality sales is a long-term profession where trust, consistency, and genuine partnerships matter more than short-term gains.
Develop strong commercial and analytical skills. Learn to interpret reports, understand revenue management, pricing strategies, and market segmentation. The most successful professionals combine people skills with business insight.
Stay curious and adaptable. The industry evolves rapidly through technology, distribution channels, and changing customer behaviour. Continuous learning whether in digital marketing, CRM systems, or global sales networks is essential.
Communication and personal branding are also important. Clear writing, confident presentations, and a professional online presence can significantly accelerate career growth.
Finally, be patient and resilient. Challenges, lost accounts, and slow markets are part of the journey. Treat setbacks as learning opportunities and remain focused on long-term development.
With consistency, integrity, and a commitment to growth, hotel sales and marketing can be a highly rewarding career.
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